Presentation by Stephen Tall, Associate Director of Development for the University of Oxford (Institute of Fundraising conference, 7th Feb 2011)

1. @stephentall #iofmajordonor

2. @stephentall #iofmajordonor The two most dreaded words in institutional life... Mission Statement

3. @stephentall #iofmajordonor paradigms … infrastructure … cutting edge … innovation … global … synergies … solution-provider

4. @stephentall #iofmajordonor

5. @stephentall #iofmajordonor

6. @stephentall #iofmajordonor

7. @stephentall #iofmajordonor I NEED MONEY BAD Moving from... ... to...

8. @stephentall #iofmajordonor Relationship-building

9. @stephentall #iofmajordonor Hands in the air time

10. @stephentall #iofmajordonor How much is a major gift? £1,000 £5,000 £10,000 £25,000 £50,000

11. @stephentall #iofmajordonor Launched

12. @stephentall #iofmajordonor £1 billion

13. @stephentall #iofmajordonor 27,000 gifts worth up to £25,000 = £20 million

14. @stephentall #iofmajordonor 1,000 gifts worth over £25,000 = £560 million

15. @stephentall #iofmajordonor 3% of major gifts 97% of Campaign total

16. @stephentall #iofmajordonor

17. @stephentall #iofmajordonor Great customer = service

18. @stephentall #iofmajordonor I NEED MONEY BAD still

19. @stephentall #iofmajordonor Q: What is the single biggest reason why people don't give to charity? A: They've not been asked.

20. @stephentall #iofmajordonor Q: What is the single biggest reason why people don't give again? A: They were asked badly last time.

21. @stephentall #iofmajordonor Relationship-building It's still all about...

22. @stephentall #iofmajordonor

23. @stephentall #iofmajordonor I NEED MONEY BAD

24. @stephentall #iofmajordonor I KNOW YOU NEED MONEY BAD So here's the cheque.